On-demand

How to Succeed as a Fractional Sales Leader

The rise of solopreneurship – the tenuous nature of full-time revenue leadership positions and the pursuit of greater work-life balance have driven many leaders to embrace fractional work.

Additionally, start-ups seeking more flexibility in their cost base and capital efficiency have turned to fractional hiring as an alternative to full-time hiring. But despite the recent explosion in the fractional leadership market, the leap from full-time employment into a portfolio career can be daunting.

In this six-week course, you’ll gain the confidence and methodologies to succeed as a Fractional Leader. You’ll also define your GTM strategy, learn to find and win early opportunities, explore best practices and practicalities, build your personal methodology, and set yourself up for ongoing success.

Course details

Enrollment type: Live, virtual sessions
Open to: Executive Members
Class dates: February 13, 2025 - March 20, 2025
Class time: Thursdays from 11 AM - 12:30 PM EST

Tom Glason - Coaching for High Performance

Tom Glason, Instructor

Tom Glason has spent over 20 years in B2B tech, a decade of which has been in senior revenue leadership roles within VC-backed SaaS scale-ups. His passion for developing himself and other revenue leaders led to him founding the London chapter of Pavilion in 2018, which became the second chapter after New York.

In 2020 he co-founded Scalewise, which exists to give B2B tech scale-ups unique and flexible access to world-class revenue leaders to help accelerate growth. And that could be anything from a few hours a month of Scale Coaching from an experienced revenue operator, through to providing a fractional or interim leader such as a world-class CMO, CRO or VP Sales for a few days a week. Tom is also the founder and chair of Pavilion London.

Connect with Tom

Course curriculum

This school is designed for reps training to prepare for management and sales managers with 0-3 years of leadership experience.

Please note that curriculum topics and/or session order may be subject to change.

Session 1:
Nailing Your Ideal Portfolio Career & GTM Strategy

Learning Objectives:

Understand current market trends & needs for clients and sales leaders
Clearly define your ideal portfolio career
Define your niche/specialism and Ideal Customer Profile
Create a plan to build your brand, reputation, and network

Session 2:
Setting Yourself Up for Success

Learning Objectives:

Understand the pros & cons of different company structures so you can pick the best one for you
Manage your tax & accounting
Understand the importance of having robust terms of service
Create your own client contracts

Session 3:
Winning Opportunities

Learning Objectives:

Find and qualify fractional opportunities
Effectively position yourself with prospects in the application process
Understand how to interview for fractional roles
Set yourself up for success in a new fractional role and avoid any common ‘landmines’

Session 4:
Define your Methodology

Learning Objectives:

How to design a world-class Revenue Operations team for today and for the future
What are the key factors to consider when scaling the team
How to demonstrate value and ROI to support growing the team and adding resources

Session 5:
Stories from the Trenches + AMA

Learning Objectives:

Understand how successful fractional leaders have built their portfolio career
Avoid some of the common challenges of being a consultant or fractional
Get your burning questions answered by our expert panel

Session 6:
Ongoing Success

Learning Objectives:

How to avoid some of the challenges of operating as a contractor
To build up your case studies, testimonials, and referrals
How to transition into an advisory role with clients, and know what to expect in return
Investing in yourself and your business in order to grow your income
How to create an action plan for success over the next X months

Expected Results

By the end of this school, you will have the knowledge and skills to be able to:

Strategic Versatility
Fractional leaders must adapt quickly to different company cultures, GTM strategies, and team dynamics while delivering impactful results in a condensed timeframe.
Clear Client Outcomes
Success as a fractional leader requires a strong ability to diagnose challenges, develop actionable short-term plans, and align stakeholders to achieve measurable results.
Strong Personal Branding
A strong professional reputation, referral network, and clear positioning in a niche or specialization are essential to securing and sustaining consistent opportunities.

Course FAQ

: This program is included in the cost of a Pavilion Membership. Not a member? Join now.
: At this time, this program is open to Pavilion Members only. Join Pavilion to enroll for free.
: This course begins on February 13th.
: This course meets live on Thursdays from 11-12:30 EST.